Final answer:
Natalie should use LinkedIn to share relevant articles or content with a prospect to start a conversation. Maintaining a supportive presence and adding value is key in her networking strategy. Once a relationship has been established, she can request a meeting or call to take things forward.
Step-by-step explanation:
Once Natalie, a salesperson, uses LinkedIn to connect with a prospect according to Mike Krause, a good strategy is to share a relevant article or content to initiate a friendly and professional conversation. This approach allows Natalie to provide value and show that she understands the prospect's needs or interests, fostering a relationship that is not solely transactional. It is important for Natalie to conduct research on the company and decision-makers to tailor her approach effectively.
Furthermore, her outreach efforts on LinkedIn should be part of a wider networking strategy. Consistently connecting with contacts by providing useful information or inviting them to events is crucial. It's not desirable to engage with contacts only when something is needed from them — it's important to maintain an active, supportive presence on their feed. This ensures Natalie will be perceived as a resource, not a nuisance.
Eventually, when the time is right, Natalie could go ahead and express her interest in a meeting or a call, as in "I would love to meet with you to discuss your plans and perhaps offer you a fresh perspective." This shows a direct but respectful approach towards initiating a professional relationship.